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Five Tips to Turn Leads into Sales

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Small business owners can spend hours generating leads and doing all sorts of creative marketing, but if they cannot convert potential customers into sales, all of that hard work will be for naught. The following five tips can help business owners turn prospects into paying clients:

Use a reputable lead service

Depending on what type of business you own, you can often work with companies that provide a wealth of information on potential leads. In the case of insurance agents, companies like Quote Wizard offer solid, pre-qualified insurance leads. A Virtual Assistant can manage your lead service, contacting potential clients to inform them about your business. Of course, to convert these leads into clients it’s important to have a good reputation and follow through with what you offer them, but for small business owners who are looking for a great way to find leads quickly and easily, this is a great solution.

Market to people who already know you

Although you might want to work with a wide range of clients, Marketing Wizdom advises small business owners to stick with courting the folks who already know what your product is all about. Talk to potential customers who use a similar version of what you offer, or who are already thinking about trying it out. Don’t waste valuable time and money pitching your wares to customers who have never heard of them when there are plenty of people who are already at least partially sold to what you offer.

Harness the power of social media

Small business owners can use social media sites like Facebook and Twitter to successfully rein in new clients. Potential customers who stumble upon your page may stick around to read more about what you do and ultimately become a client. To help increase the chance of converting social media hits to paying customers, Forbes suggests adding special coupon codes and offers to your business page. In addition to helping to get new clients, coupon codes can help business owners determine their return on investment— for example, if new clients use the “FACEBOOK50%OFF” code, you will know exactly how many times Facebook converted a lead for you.

Don’t just quote, explain

In order to bring in new clients, you have to be sure that both your product and your quote are top-notch. If you typically offer new clients a short and sweet estimate for your work, you might want to kick it up a notch. Quotes for service are a dime a dozen; take the time to explain in your estimate why your product or service is a great value. Educate potential customers on how your product will solve their issues and what you will do to help them, and they will have additional and helpful knowledge about your company that may sway them to work with you and not the competition.

Hop on potential leads right away

As Marketing Profs notes, if you meet a potential new customer or if someone posts a question on your business website about your service, answer them right away. You will probably not have a better chance of reeling in new customers than the moment they identify themselves as such. To help convert clients online as efficiently as possible, consider adding live chat options to your site. This way, people with questions can chat with someone knowledgeable about your company and its products and they won’t have the time or chance to move on to another site.

Posted on June 20th, 2014 by Rachel Braam, Office Manager

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